ESA-Einkaufsorganisation des Schweizerischen Auto- und Motorfahrzeuggewerbes
www.esa.ch
Swiss Automotive Equipment Supplier Sharpens Its Customer Focus with SAP CRM
Burgdorf-based ESA, a leading Swiss supplier of products for the motor-vehicle industry, wanted to ensure its competitive edge – well into the future. It chose the SAP Customer Relationship Management application to help it sharpen its customer focus. Today, the solution enables the company to provide its sales team with up-to-date, detailed customer information, and ensures a seamless flow of information between in-house staff and the mobile-sales force.
Key Challenges
- Strategy to differentiate company through high levels of customer service – rather than cost
- Lack of access to detailed customer information for field-sales staff
- Potential to increase sales as a result of improved targeting
| Project Objectives
- Focus more effectively on profitable customers and markets
- Improve recognition of potential customers
- Enhance ability to target up-selling and cross-selling opportunities
- Improve communications between office-based and field-sales employees
- Standardize processes to boost the efficiency of the sales team
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